Originally published on Evidence Based Advisor Marketing
When I fly, I wear headphones to block out the noise and a surgical mask to (hopefully) keep me from getting sick. There’s a collateral benefit to wearing this gear. It keeps most people from talking to me. As an introvert, I’m fine with that.
Nothing will deter some people from initiating a conversation. On a recent flight, that’s what occurred. After some initial chitchat, my fellow passenger asked me what I did. I said I was an author and, before he could ask another question, I implemented the Solin Pivot.
I asked him what he did. He told me he was a mechanical engineer, with a large engineering firm.
What transpired next is typical. It illustrates why the Solin Pivot should be a powerful weapon in your conversion arsenal.
What’s the Solin Pivot?
Think about talking like you’re holding a hot coal. The longer you talk, the more it burns.
The goal of the Solin Pivot is to turn the conversation over to the other person as quickly as possible. Answer the question posed as briefly as possible, then “pivot” by asking a question. When you receive an answer, continue asking nice, easy follow-up questions, continuing the “pivot.”
The goal is for the other person to speak as much as possible.
Why does it work?
The Solin Pivot is an extremely powerful tool. It works because people want to talk – especially about themselves. It makes them feel good and important, which is exactly how you want them to feel.
When I implemented the Solin Pivot with my fellow passenger, it worked perfectly. I asked him follow-up questions like: What made you become a mechanical engineer? What kind of work do you do? Do you find it gratifying? Why?
He was still talking when we pulled up to the gate at our destination. He handed me his card, told me how much he enjoyed meeting me and suggested we “stay in touch.”
He never asked me what kind of books I write, or anything else about me.
Why you should use the Pivot
When you empower others to talk, they will like you. They will also trust you. When people like and trust you, they’re more likely to hire you.
It’s so rare that anyone shows a genuine interest in others that those who do really stand out.
The Solin Pivot permits you to redirect any conversation back to the other person.
Resource of the Week
This article discusses basic principles of neuroscience and explains why the Solin Pivot works so well.